Crafting Superior Customer Journeys with a Chief Value Officer - Part Deux!
Dr. Stephen Timme
President & Founder, FinListics Solutions
Founder & Partner, Genius Drive
Founder & Partner, Genius Drive
Videos that help deal teams harness the power of value selling.
The old model of selling “Feature & Function” no longer works when it comes to ever-expanding buyer groups who are already far down the buying journey and much better informed.
Achieving success in today’s competitive market means unlocking the full potential of your sales professionals. Find the keys to that success in this power-packed session.
The revenue tech industry is at a critical juncture. There are new generations of buyers with new preferences for engagement, and plenty of fear about global financial markets.
Do you want to know what executive buyers really want from enterprise sales organizations? Executive buyers want to see how sales organization solutions align with their goals, deliver financial benefits, and make their lives easier.
Does your sales team know their North Star when it comes to creating and sustaining a customer-first culture? This awareness is more important than ever as buyer groups expand, and executives hear more and more sales pitches each day.
Disruptions in the economy aren’t new, but how you handle them as a seller may need an update. How do you sell to an executive who may be tightening the purse strings in preparation for a rocky economy?
Are you using referrals in your sales strategy? With an average conversion rate of 70%, referrals are the number one untapped source of new business, yet they are underutilized by sales organizations.
Enterprise buying groups continue to expand, but these groups often don’t engage with sellers until they are already far down the buying journey - if at all.
Learn how to use ClientIQ to create plans that will not only help you maximize account growth, but also improve your credibility and prepare you to take on your customer’s challenges, and eventually, increase deal size.
The larger your deal and enterprise, the more people are involved in making a buying decision; there isn't one 'executive buyer' anymore - they want their team on board before taking any action.
Inflation and the threat of an economic downturn have caused many C-suite executives to reexamine their budgets and put spending constraints and cuts in place to control costs and preserve margins.
Most businesses struggle to create a value prop that is impactful and relevant to their customers at every stage of the buying process. But without a strong value prop, it becomes very difficult to convert leads into paying customers.
Learn the secrets of how advanced-level sellers conduct account research and planning and use it to align their solutions with a prospect’s business performance goals.
Our research reveals that only 25% of sales organizations can align their solutions with their customers’ problems. Learn the key elements of successful, problem-solving sales organizations.
Only 23% of sellers say they understand their customers’ financial performance well. Learn how advanced sellers use financial info to demonstrate account knowledge and drive buyer engagement.
At FinListics, we focus on helping sellers get to the level of being trusted advisors. And where we start is by talking about the ABCs of Insight-Led Selling. The A? You guessed it! It’s Adopting an Executive Mindset.
Industry knowledge is a foundation on which to build credibility with executives. Learn what sellers need to know about their customer’s industry – business and technology trends, risks, and financial performance.
Get insights on how to pique the interest of executives through findings from interviews with executive buyers from Fortune 500 companies.